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Lectures
Tricks and Tactics during Negotiations
Within the framework of this subject we will demonstrate a variety of clever tricks and tactics which customers tend to make manipulative use of during the process of purchase, sales, and negotiation. With each tactic that will be demonstrated by means of “stand up” techniques, we will explain the idea / the principal behind it, and the means of dealing with it will also be demonstrated. We are talking here, in fact, of utilizing the most spicy and interesting components that contribute to the negotiation process.
This lecture combines learning with entertainment and is accompanied by amusing stories from the field, and it is intended for anyone who deals with sales, acquisition, and negotiation or in fact, any form of commerce.
Individually Modified Sales
During this lecture we present a professional method to create a strong connection of trust and cooperation between the seller and the buyer, between the persuader and the persuaded. This approach constitutes a clever use of the most advanced Sales theories: Looking-Glass Self, Brain-Sell, N.L.P., T.A., C.F.A., the Silva Theory, hypnotic sale, guided imagery etc., which makes it possible to coordinate the nature of the customer to that of the seller. During the lecture, “stand–up" techniques are used to demonstrate the various behavioral models of customers, common patterns of purchase and methods of effectively coping with each one of them. This lecture, which is especially fascinating and entertaining, is intended for anyone dealing with sales and commerce, but is also for the layman who does not necessarily have any connection with these fields.
‘Objection Overruled’
Means and methods of handling conflict situations: “Objections and Complaints”. This subject is known to be one of the most problematic and disturbing in the field of sales and service. Understanding the sources of these various conflicts, as well as learning the methods of dealing with them, are likely to create a considerable improvement in the chances of sales success of the participants. In the workshop, we will provide an emotional preparation will take place to this common phenomenon, and immediately thereafter a marathon of techniques for handling objections will take place, starting with the most simple ones, and through to the “black belt” advanced techniques. Each of the techniques will be accompanied by amusing stories from the field to illustrate the phenomenon and will teach the professional solution. This lecture, which provides an interesting experience, is intended for anyone dealing with sales and / or service.
Not to be Missed
This lecture presents an entertaining yet educational series of common “misses and errors in sales”. ‘slips of the tongue’, bloopers, mishaps and errors made by sales people, Many of these examples of “bloopers” will be demonstrated, while providing an explanation regarding the source of the problem and teaching recommended methods of how to prevent them, and to deal with them.
This lecture is accompanied by very real-life examples, it is particularly entertaining and amusing and is suitable only for a professional audience, with basic understanding of sales.
Closing Only
The central theme of this lecture is Closing. This step, which is in fact the purpose / essence of the sale process, is known to be the most problematic among most sales people, both from the aspect of the orientation (the intention of closing), as well as from the aspect of the tools and the methods of performance.
In this lecture, a mental process will be incorporated, which purpose is to erase all doubts and common mechanisms of protection amongt the team. We will also recap and expand on everything regarding the matter of the timing of the closing, the techniques of closing etc. This lecture will be accompanied by countless examples and spicy stories that demonstrate the subject, is suitable only for a professional audience, who will have understanding of sales.
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